Fast Tracks Insight Interview

Effective Selling: Make Every Call Count

"Sales is sales. Period. Those who enjoy the greatest success use their time the most efficiently, mostly by phone."

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Art Sobczak, President of Business By Phone, Inc., specializes in one area only: working with business-to-business salespeople--both inside and outside--designing and delivering content-rich programs that help participants get results from the very next time they get on the phone.

Art’s how-to ideas and tips appear regularly in the print and electronic media. He wrote a regular column for “Teleprofessional” magazine for 10 years, for “Selling!” newsletter, and is frequently quoted in “Selling Power,” “Bottom-Line Business,” “Sales and Marketing Management,” and numerous trade publications and online publications. He has published his own Telephone Prospecting and Selling Report monthly subscription newsletter for 24 years, and his free online Telesales Tips weekly email newsletter for six years.

He works with thousands of sales reps each year helping them get more business by phone. He provides real-world, how-to ideas and techniques that help sales people use the phone more effectively to prosepct, sell, and service without morale-killing "rejection."

Art knows what works and what doesn't work in telesales because he's done it (corporate telesales with AT&T Long Lines and American Express in the early 80's), and he still does it.